The materials are the things from the NSPBiZTOOLS.com website, the folks who did the webinar.

I bought the Guide booklet (waaaaaaay expensive -- I was horrified when I received it, so horrified I haven't been able to actually read it), some presentation folders, and a set of the sample product cards.

Posted: May Thu 21, 2009 12:56 pm Post subject: About Working with Chropractors (From a Chiropractor)

That's a good question you have about contacting chiropractors. On one side of the coin, we can be difficult to sell. That's because we get contacted so often with nutritional offers. (I just received a sample "detox" tea bag in the mail today.) But on the other side of that coin, once we get going, we can be great for you.

I was once a typical chiropractor selling many brands of nutritional products. And it was one of my patients turning me on to an NSP product that got me involved. I know other chiropractors who are enthusiastic NSP distributors, so it certainly can be done.

My patient first introduced me to NSP by getting me interested in one product, Tiao He Cleanse. (It was the only cleanse NSP had at that time.) I liked the product for myself and decided to recommend it to patients. So she signed me up as a distributor so I could purchase it myself. For a long time that was the only NSP product that I sold. But eventually I got interested in other products and gradually did more and more. I had no interest at first in becoming a manager or doing the business. It was two years after my initial sign up that I broke out as a manager, and it was about then that I saw the potential in this business and decided to pursue it.

Here is one approach that might work with DC's like me. This is just one possible way to do it based on my experience. There are a thousand more ways I'm sure (and you will probably get even better ideas from the Business in a Box.) You could give them an audio cassette tape on The Untold Truth (the first one about colon cleansing) or some other type of audio/visual material. Then follow up to see if you can talk to them about one of our cleansing products. (Like CleanStart, or any one that you personally prefer.)

Getting your foot in the door may be the greatest challenge. (Patricia, it will definitely help if you mention that your NSP upline manager is a chiropractor.) We like to stick together. Call the office and see if you can set up an appointment to talk to the DC about your product. Emphasize that it will only take a minute or two of his/her time. Give them the tape, or some other material, and then follow up a couple of days later with a phone call. Stay on them until they actually have listened to the tape. Then see if you can come by again and show them your product. Then try to get them to buy their first one right then and there, FOR THEM TO TRY ON THEMSELVES. Then after they have tried it see if you can sign them up. (For this initial product product you might sell it to them at your cost. I wouldn't recommend this for anyone other than chiropractors, because those are the kinds of offers we are used to.)

A problem with DC's is that we make a 100% mark up on our products. In other words, when we buy something for $20 we sell it for $40. So we are used to paying half the retail cost (and sometimes better when we buy in large quantities.) NSP's mark up will look small at first, so you must explain right off the bat about the rebate system potential, telling them that they can actually make MORE than 50% and that rebates start at just 100 in purchases in a month. Plus there is the potential for bonuses from their downline, etc.

I have found that DC's are generally very open to network marketing. They understand the huge money making potential of signing up members, who sign up other members, about making overrides, etc. However, we are approached by many offers, and so our initial knee jerk reaction will be to say "no." However, if you are creative, you should be able to get in. You may hear a few no's before you hear a "yes," but when you get that one good "yes" it could be well-worth your effort. Remember, that's how I got started. That was over 15 years ago, and my upline has received a nice bonus check on my efforts EVERY MONTH since then. So it was definitely worth the effort for her!

Also, don't forget about massage therapists, hair salons, etc. There are many opportunities besides chiropractors. And some of these might be easier than chiropractors. But go after all of them._________________Dr. Duane Weed, MS, DC, LAc
http://www.mynsp.com/weed
Natural Health School
http://www.naturalhealthschool.com

I don't see your suggested approach working very well for me.... and I'm not all that impressed with that tape, tho maybe ought to listen to it again. Any further support for why this approach would or should work? Or other encouragement?

Or, what i'd really appreciate is what ELSE approach-wise would work for people like you? For example, how would a more direct approach work: Tell the receptionist you are an herbal consultant and want to offer some free classes or talks for his patients? Or that you want to present to him a very easy, "hands free" revenue stream that would also greatly benefit his patients?

PatriciaS asked: "What approach would work with you [a chiropractor], or your receptionist? What has worked in the past (surely some salesperson or another has been able to get thru to see you)?"

I would have to say that I am a tough nut to crack. I would be your worst nightmare - so hopefully this will help.

I do not like it when salespeople come to my office without calling first. However, that doesn't mean that they have not been successful with me on occasion, so don't let that deter you. I no longer have a receptionist, but I did for years.

However, I also don't like it when people call me to set up a sales appointment. (I told you I would be your worst nightmare.) I almost always refuse such requests. Therefore, the cold call would probably work best for me, because at least that way you will get in the door.

I believe that the best approach is to do this: Don't go with the expressed intention of seeing the doctor right then and there, but rather with the intention of setting up a convenient time for the doctor to meet with you for a "short" presentation. If you are lucky, the doctor will not be busy and will go ahead and see you right then and there. This will happen more times than you would think, so be prepared to make your full presentation when you go.

It is also quite possible that they will be willing to set up your appointment, however, first they might want to know a little bit more about what you have to offer. So be ready with a mini-presentation that will really catch their attention. If s/he is really interested, they might go ahead and see you then. But if they are busy they will schedule an appointment for you.

All doctors are interested in making more money, either by expending their services or by getting more patients in; and also in saving themselves time. So I would hit these two areas in your presentation.

Nearly all chiropractors already sell nutritional products. You will probably not get them just by offering additional products to what they already have, unless you are lucky enough to hit them with something that they don't have and that strikes them in some way. (As a side note: Many chiropractors have heard of NSP, and are very favorably inclined to the company. But very, very few are NSP distributors.)

If you can approach them with something that will save them time (for example, by using you as their resident "herb specialist") and make them more money at the same time, you will have your best chance.

In my experience, most chiropractors are okay with network marketing. I have seen many who were very interested in the income potential. Present it as a way for their patients to continue generating income for them long after they have been discharged from their care; and also as a way for their patients to refer additional business to them - INCLUDING THOSE PEOPLE WHO WOULD NEVER OTHERWISE COME INTO THEIR OFFICE.

Hit them with this: Statistics show that only 10% or less of the American public visits chiropractors (see stats in next paragraph) while over half take vitamins and minerals (reference: http://www.eatright.org/cps/rde/xchg/ada/hs.xsl/media_3852_ENU_HTML.htm) That did not include herbs. According to one source "An estimated 40 percent of Americans use herbs for health reasons. And nearly $5 billion are spent (annually) on herbal medicines." (Do your own research on the net and come up with some good statistics. It's easy, just search for "What percentage of Americans use vitamins?" and then "herbs" etc.)

From Chirobase.org: "The proportion of the United States population that uses chiropractors and the number of chiropractic visits per capita have about doubled in the past 15-20 years. A 1980 national survey commissioned by the United States Department of Health, Education, and Welfare reported that 3.6 percent of the population used chiropractors that year and that there were 62 visits per 100 person-years (Von Kuster, 1980). The 1980 National Medical Care Utilization and Expenditure Survey found that 4 percent of the population saw a chiropractor (Mugge, 1984; Mugge, 1986). A community-based study of claims data collected between 1974 and 1982 reported that there were 41 chiropractic visits per 100 person-years (Shekelle, 1991). Each of the above studies also reported both large-area and small-area geographic variations in chiropractic use. More recently, a national telephone survey of the United States adult population reported that 7 percent of persons had used a chiropractor in the prior year (Eisenberg, 1993), and the chiropractic visit rate, as calculated from a recent cluster sample in 5 communities in the U.S., was 100 visits per 100 person-years (Hurwitz, in press). In this study, there were only small (less than 10 percent) differences in the estimated use rates among sites (San Diego, California; Portland, Oregon; Vancouver, Washington; Minneapolis-St. Paul, Minnesota; Miami, Florida)."

Do the math: If only 10% of Americans are using chiropractors, and over 50% (I have seen some sources as high as 85%) are using vitamins and herbs, think of the increased income potential to the chiropractor if s/he can reach some of those other people. And the beauty of network marketing is they can use their patients as "bird dogs" to find this extra business. I have certainly found this to be the case in my practice. Furthermore, this has happened to me A LOT: A patient tells his friend about some nutritional product, citing me as their "expert" and his friend ends up calling me and setting up an appointment FOR CHIROPRACTIC OR ACUPUNCTURE. (If you listen closely you might actually hear a "Cha-ching" in the chiropractor's head.)

American's are spending literally billions of dollars a year on low-quality herbs and vitamins that they are buying in places like Walmart and Walgreens, with no one there to advise them on their uses. Think of what we could do for these people when we actually give them the real support they need, along with HIGH-QUALITY products that ACTUALLY WORK!

Hit your chiropractors with these ideas, and also sell yourself as the person who can SAVE THEM TIME by doing the nutritional counseling for them, and you will be successful.

Will every chiropractor who you contact be open to this approach? Probably not. In fact, you might have to hear a lot of "no's" before you hear that one "yes." But think of what that one "yes" can mean for you. I am a chiropractor who was turned on to NSP products, and signed up as a distributor, by one of my patients. That was over 15 years ago. I have been a manager for over 10 years. That patient has received a very nice bonus check every month for the past 10 years just because of that one sign up! So don't be discouraged if you are not successful at first. We can be tough nuts to crack, but once cracked we can be the squirrel's delight!